We are seeking an experienced Senior Vice President, Revenue who will lead the strategic, operational, and overall management of the revenue function for CarOffer, a CarGurus company, the leading automotive marketplace. Founded in 2019, CarOffer is the automotive industry’s leading digital wholesale marketplace that unlocks a dealer’s ability to buy, sell, and trade with automation and ease. Leveraging the power of data, national scale, and the company’s proprietary BuyingMatrix technology, CarOffer’s 24/7 online trading platform automates dealer-to-dealer and consumer-to-dealer transactions while also supporting logistics (including inspections and vehicle transportation) for a seamless user experience.
Reporting to the Chief Executive Officer, and as a member of the CarOffer Executive Leadership Team, the Senior Vice President, Revenue will be a key contributor to the growth strategy of the company, focused on fostering a uniquely positive culture within a consistently high-performing organization. This inspirational leader will drive the strategic direction and operational performance of the go-to-market teams for our innovative wholesale vehicle trading platform and have responsibility for achieving the revenue goals of the business ($100M + annually). The role will lead our dealership and strategic/commercial sales, account management, customer service, sales enablement, and sales operations functions, as well as serve as chief executive to our customer base in the industry. This is a unique opportunity to join an innovative, passionate, pioneering, collaborative and fun group of extremely talented people who are working to disrupt an enormous automotive market ripe for change.
What You’ll Do:
- Lead the revenue team to continued growth and increased profitability as a leading company in the digital wholesale transaction arena.
- Develop and manage strategic and operating plans, budgets, and performance KPIs, and build a world-class sales and service operation that consistently exceeds revenue and expense targets while providing an exceptional customer experience.
- Assess and align the go-to-market management team, creating operational leadership to scale the business through a prioritized mission and vision.
- Strategically manage the end-to-end customer lifecycle to deliver a compelling customer value proposition that delights and drives industry-leading revenue retention.
- Leverage data and insights to scale and synchronize sales and service operations, expand customer segments, and drive business growth in current and new markets.
- Build, lead, coach, and motivate a team of high-caliber sales managers and team members who are passionate about over-delivering on exceptionally high expectations.
- Work with our HR business partners to create development plans for team members, with a strong focus on improving sales performance.
- Collaborate with the company’s commercial, financial, and operations leadership teams to develop forecasts, go-to-market workstreams, and plan product development initiatives that create tremendous customer satisfaction at scale.
- Proactively engage as a critical member of the CarOffer Executive Leadership Team, driving business strategy and operational decision-making for the industry’s leading vehicle trading platform, always keeping the customer front of mind.
- Serve as the brand ambassador, acting spokesperson to the industry, and market executive of the company to customers.
- Participate in conferences and opportunities to highlight CarOffer to the industry as a member of the leadership team.
- Drive company culture as an inspirational and passionate leader, furthering a commitment to results-excellence, innovation, positivity, diversity, equity, inclusion, and belonging, and the highest levels of integrity.
What We Value:
- Transparency: We believe in fostering an environment where open and honest communication is encouraged. Our products, services, and company culture are built on this foundation.
- Integrity: We believe in doing what is right, even when faced with challenges or difficult decisions.
- Consistency: We recognize the importance of reliability, accountability, and follow through in every endeavor we undertake.
- Innovation: We embrace a culture where creativity and forward-thinking are celebrated, fostering an environment that encourages data-driven exploration and experimentation.
- Agility: We believe that moving quickly, without sacrificing quality, will bring more value to our customers and teams.
- Belonging: We believe in the strength that comes from the unique perspectives and backgrounds of every individual. We want everyone to feel valued, respected, and empowered to contribute their authentic selves.
What You’ll Bring:
- Experience leading a profitable revenue function at scale and driving over-performance on goals, public company executive team experience preferred.
- Breadth of management responsibility leading sales, account management, customer service, sales operations teams across multiple markets.
- Track record of achieving operational excellence through data-driven, analytic decision-making and continuous improvement initiatives to address under-performance and continuously raise the bar of the Sales team performance.
- Strategic thought leadership grounded in market knowledge and customer needs with an ability to prioritize business innovation; a strategist who executes extremely effectively.
- Ability to partner with cross-functional executive and corporate leaders to identify opportunities to scale the business through mutually beneficial outcomes.
- Strong leadership experience building and motivating high-performing teams to over deliver on expectations and drive business results. A culture leader who creates a uniquely inspiring work experience that fosters engagement, inclusivity and retention.
- History of being a transparently accountable leader by setting and iterating KPI targets that propel the business, and tracking/communicating results to key stakeholders regularly to drive critical decision-making.
- Confidence providing business strategy and operational recommendations to company executive management and board of directors to drive investment decisions.
- Demonstrated experience operating as a customer champion who applies customer-first direction at all levels of the company.
- Proven history of championing diversity, equity, inclusion, and highest integrity to align with corporate values and drive company culture to be pioneering, transparent and data-driven.
- Keen understanding of financial and accounting processes to optimize business performance and leveraging financial outcomes to identify initiatives to improve outcomes.
- Strong written and oral communication skills.
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